Director of Revenue Operations

Since 2012, Rightsline has been revolutionizing rights and royalties management with its leading IP Commerce SaaS platform. Trusted by global innovators like Disney, Amazon, Spotify, and the NFL, our solutions empower rights holders to maximize portfolio value, reduce risk, and increase profitability. Serving industries from media and entertainment to life sciences, our scalable platform combines advanced analytics, business process outsourcing, and decades of expertise to tackle the most complex rights and royalties challenges.

 

With over 300 employees across multiple regions, including the United States, Canada, the United Kingdom, and India, Rightsline fosters a dynamic, collaborative environment where innovation thrives. We’re passionate about creating smarter solutions, encouraging personal growth, and celebrating creativity. Join a team that offers competitive benefits, a supportive workplace, and the opportunity to lead the future of intellectual property management.

Welcome to a world of less data entry and more data integrity. Welcome to the Rightsline reality!

 

The Position

We are seeking a Director of Revenue Operations to lead and optimize Rightsline’s Sales, Marketing, Finance, Product, and Customer Success operations in partnership with the CRO. This role drives cross-functional alignment under unified revenue KPIs, manages operational processes and cadence, and leads strategic initiatives, including M&A and integration projects, to enable predictable, profitable growth.

The Director of RevOps will centralize data, optimize systems, and deliver actionable insights to GTM teams and executives, improving efficiency, alignment, and revenue predictability. The ideal candidate is a strategic, hands-on leader with deep expertise in B2B go-to-market motions, analytics, and sales technology, capable of translating strategy into operational execution with measurable impact.

** We're looking to fill this role in a hybrid environment  **

 What you will do:

Strategic Planning & Commercial Design

• Partner with executive leadership to develop the long-term revenue strategy and execution (top-down and bottom-up).
• Drive cross-functional alignment of goals, processes, and metrics across Marketing, Sales, and Customer Success, establishing SLAs and Rules of Engagement for the customer journey.
• Design the territory structure, including market segmentation, territory management (with TAM/SAM/SOM analysis), Sales organization planning, and Pricing & Packaging initiatives.

Incentive Compensation & Financial Governance

• Manage Incentive Compensation, including developing commission plan structures, quota assignments, and facilitating commission calculations in partnership with Finance.
• Lead Finance Operations support, including ARR Bridge, Gross Revenue Retention (GRR)/Net Revenue Retention (NRR) planning, and Customer Acquisition Cost (CAC) calculations.

Data, Forecasting, & Performance Management

• Own the revenue forecasting process and define/manage Key Performance Indicators (KPIs), providing actionable insights via executive dashboards.
• Oversee data governance and deep-dive analysis on pipeline management (conversion rates), sales cycle metrics, CAC, and LTV.
• Ensure data integrity across all revenue systems (primarily CRM) to facilitate accurate and reliable performance reporting.

Process, Systems, & Enablement

• Design, document, and implement optimized end-to-end revenue processes (lead-to-cash/renewal), identifying and fixing bottlenecks to drive organizational productivity.
• Own the entire RevOps technology stack (CRM, CPQ, Marketing Automation, etc.), ensuring data quality, integration, and supporting ongoing operations and new initiatives.
• Develop and execute revenue enablement across Sales, Marketing, and Customer Success, including onboarding, training, tools, processes, and adoption, to drive organizational effectiveness and revenue growth

What you will bring to the role: 

• 10+ years of progressive experience (minimum 7 years) in Revenue Operations, Sales Operations, or related functions in fast-paced B2B/SaaS environments, with 5+ years in leadership managing high-performing teams.